Aimed at senior sales professionals with Federal DoW experience who can manage complex AI software sales cycles and build relationships with high-level stakeholders. The role emphasizes domain-specific knowledge in military readiness and requires a remote work arrangement with a preference for Washington D.C. proximity.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Virtualitics via Lever
Sales Account Executive (DoW)
Team: Go-To-Market
Location: Remote (Washington D.C. Metro Area preferred)
Reports to: Sales Director
Position Overview
Virtualitics is seeking a highly motivated and experienced Sales Account Executive to join our Federal Sales team and Go-To-Market (GTM) Organization. This individual will be a key driver of our growth within the Department of War (DoW), focusing on Artificial Intelligence (AI) applications that directly impact military readiness. The ideal candidate will be a strategic thinker, aggressive and outcome oriented, with a proven track record of selling complex AI software solutions into the DoW space and a deep understanding of the challenges facing the Dept. of War in areas of sustainment, logistics, and operational availability. Reporting directly to the Sales Director within GTM Organization.
Key Responsibilities
Full-Cycle Sales Execution: Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing. Build and manage a robust sales pipeline to meet and exceed annual sales targets & Qtrly deal stage KPI’s.
Sales Account Management: Develop and execute comprehensive account strategies to penetrate key DoD agencies and commands. Identify key stakeholders, understand their challenges, and map our solutions to their critical readiness missions.
Customer Relationship Building: Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW.
Solution-Oriented Selling: Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains, including:
Aircraft, ship, and ground vehicle asset availability and sustainment operations.
Medical device and personnel readiness of the total force.
Materiel storage, warehousing management, and supply chain logistics for specialized equipment.
Collaboration: Work closely with the Virtualitics pre-sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition.
Market Intelligence: Stay current on DoD trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions.
Qualifications & Skills
Required:
5+ years of successful experience in a quota-carrying Federal Account Executive role, with a strong preference for experience within the DoW..
Demonstrated experience selling enterprise software, AI/ML, data analytics, or similar complex technology solutions.
Proven ability to develop and execute strategic account plans and manage complex sales cycles. Strong understanding of procurement & contracting for AI software acquisition process.
Excellent communication, presentation, and interpersonal skills, with the ability to articulate a complex value proposition to a technical and non-technical audience.
Self-starter with the ability to work independently and as part of a collaborative team in a fast-paced environment.
Preferred:
Existing relationships within DoW logistics, sustainment, or readiness communities (e.g., CENTCOM, NORTHCOM, SOUTHCOM, EUCOM, AFRICOM, TRANSCOM, STRATCOM, and SPACECOM).
Understanding of government contracting and procurement vehicles.
Experience with MEDDIC/MEDPIC, Challenger, or other solution-selling methodologies.
Active security clearance or the ability to obtain one.
Bachelor's degree or equivalent experience.
You will be required to obtain and maintain an interim and/or final security clearance. Failure to obtain and maintain the required level of clearance may result in the withdrawal of a job offer or removal.
Compensation
We offer:
Competitive base salary based on experience
Lucrative Commission Plan (50/50 sales plan)
100% employer paid health benefit premiums (medical, dental, vision)
Unlimited Paid Time Off
Paid Time Off for National Holidays
Stock options at sign-on
401k plan
Company equipment (Mac/PC and iPhone)
Remote work from home
About Us
Virtualitics, the Mission AI Company, is focused on readiness applications primarily for defense and national security. We are a rapidly growing small business built on a decade of Caltech research in partnership with NASA/JPL. We transform mission readiness and operational efficiencies at speed and scale by reshaping how to approach complex data environments. Our AI solutions provide essential insights that address critical national security capability gaps within operational readiness: Maintenance, Materiel, Supply Chain, Personnel, Data Modernization and Deep Threat Analysis.
Source: Virtualitics careers (Lever)